Business Development Representative

The Business Development Representative (BDR) is the engine of top-of-funnel growth. You will own the full prospecting motion — from identifying and sourcing target contacts to feeding them into multi-channel outbound campaigns, nurturing prospects through early-stage conversations, and converting engagement into qualified pipeline. You will also serve as the first human touch for inbound inquiries, respond quickly to capture intent, and work hand-in-hand with Account Executives to book, run, and advance discovery calls. Your output is measured in Sales Qualified Leads (SQLs) and pipeline dollars delivered.

Core Responsibilities

Prospecting & Contact Intelligence

• Research and build target account lists aligned to the Ideal Customer Profile (ICP) using tools such as LinkedIn Sales Navigator, ZoomInfo,Prospeo,Apollo, Cognism, or Clay.

• Identify, source, and validate key decision-maker contacts (title, email, phone, LinkedIn profile) before loading them into outbound sequences.

• Use intent data, technographic signals, and firmographic filters to prioritize high-fit, high-intent accounts.

• Maintain rigorous contact hygiene — verify data accuracy before every campaign load to protect sender reputation and improve deliverability.

• Monitor trigger events (funding rounds, executive hires, product launches, job postings) to identify timely outreach opportunities.

Outbound Campaigns & Multi-Channel Outreach

• Build, launch, and optimize outbound sequences using sales engagement platforms (e.g., Outreach, Salesloft, HubSpot Sequences) across email, phone,andLinkedIn.

• Personalize messaging at scale — tailor subject lines, opening lines, and value propositions to persona, vertical, and pain point.

• Execute a structured daily outreach cadence: cold calls, cold emails, LinkedIn connection requests and messages.

• A/B test subject lines, call-to-action language, and sequence steps; use performance data to iterate and improve reply and booking rates.

• Leverage AI writing assistants and research tools to accelerate personalization without sacrificing quality.

Inbound Lead Response & Nurture

• Respond to inbound inquiries (web forms, chat, content downloads, event registrations) within SLA — target under 5 minutes during business hours.

• Qualify inbound leads against ICP criteria (BANT: Budget, Authority, Need, Timing) and route appropriately.

• Nurture leads that are interested but not yet ready to buy using drip sequences, relevant content, and timely follow-up touches.

• Re-engage cold or stalled leads using fresh messaging, new triggers, or relevant case studies and social proof.

Booking Meetings & Qualification Calls

• Convert prospect engagement into booked discovery or qualification calls on Account Executive calendars.

• Send calendar invites with clear agendas, confirming logistics and providing pre-read materials where appropriate.

• Attend qualification calls as a participant or note-taker; contribute to the conversation and help establish next steps.

• Conduct first-line qualification calls independently when appropriate, using a structured framework (MEDDIC, BANT, SPIN, or company-defined process).

• Confirm, remind, and rescue at-risk meetings to protect show rates.

Setting Next Steps & Advancing Opportunities

• Ensure every interaction ends with a confirmed next step — a follow-up call, demo, or proposal discussion on the calendar before leaving the conversation.

• Work with Account Executives to prepare thorough handoff notes: contact roles, pain points surfaced, objections raised,budgetand timeline context.

• Follow up post-meeting with prospects who did not convert to keep them warm and re-enter them into nurture sequences.

• Identify expansion or multi-threading opportunities within target accounts and surface these to the AE team.

SQL & Pipeline Delivery

• Apply a consistent SQL definition — agreed jointly with Sales and Marketing — before advancing any lead to the pipeline.

• Meet or exceed monthly and quarterly targets for SQLs delivered and pipeline dollar value generated.

• Track SQL-to-opportunity conversion rates and work with AEs to diagnose and improve handoff quality over time.

• Participate in pipeline review meetings and provide visibility into top-of-funnel health, coverage, and forecast.

CRM, Tools & Data Hygiene

• Maintain complete, accurate, and up-to-date records in Salesforce and/or HubSpot for every prospect interaction, call note, and stage change.

• Use Gong (or equivalent conversation intelligence platform) to review call recordings, identify coaching moments, and replicate winning talk tracks.

• Leverage LinkedIn Sales Navigator for account research, warm introductions, and social selling activity.

• Log all activities in CRM in real time — calls, emails, LinkedIn messages, meetings booked,meetings held— to ensure accurate pipeline attribution and reporting.

• Flag data quality issues (duplicate records, missing fields, outdated contacts) and work with RevOps to resolve them.